Emerson's hardware to software transformation with Debi Prickette r6s5e

Today's episode is with Debi Prickette, Director of Decision and Sales Analytics at...

Today's episode is with Debi Prickette, Director of Decision and Sales Analytics at Emerson, and Pete Morelli, Vice President at Holden Advisors about taking on the transformation to SaaS pricing. Topics include the approach, process, and results of a recent initiative with Emerson to transition to a software-first business model.


Emerson is the global technology, software and engineering powerhouse driving innovation that makes the world healthier, safer, smarter and more sustainable. AGENDA TOPICS 0:10 Introductions 01:18 Impetus for the Emerson project 04:04 Why companies transition to a software model 15:29 Understanding product value from the customer’s perspective 22:52 Building momentum with early project wins 29:24 Creating buy-in with the sales force 32:05 Deg a continuous loop 34:10 Results to date and KPIs

Leading sales teams to protect value in high stakes negotiations 1 día 49:09 Apple’s $3499 Vision Pro and Boeing's negotiations with the Air Force 1 año 24:39 Decoding AI's influence on buyer behavior with Rich Hanna, Professor of Practice 1 año 32:14 Profitable innovation with Adnan Akbari 1 año 21:55 Ford vs Tesla price wars, Apple’s car business, and POTUS takes on shrinkflation 1 año 28:16 Ver más en APP Comentarios del episodio o5q5h